94 Solution Selling Success Criteria

What is involved in Solution Selling

Find out what the related areas are that Solution Selling connects with, associates with, correlates with or affects, and which require thought, deliberation, analysis, review and discussion. This unique checklist stands out in a sense that it is not per-se designed to give answers, but to engage the reader and lay out a Solution Selling thinking-frame.

How far is your company on its Solution Selling journey?

Take this short survey to gauge your organization’s progress toward Solution Selling leadership. Learn your strongest and weakest areas, and what you can do now to create a strategy that delivers results.

To address the criteria in this checklist for your organization, extensive selected resources are provided for sources of further research and information.

Start the Checklist

Below you will find a quick checklist designed to help you think about which Solution Selling related domains to cover and 94 essential critical questions to check off in that domain.

The following domains are covered:

Solution Selling, Affiliate network, Business model, Buying center, Customer requirement, Decision making unit, Electronics, Henning Kagermann, Intellectual property, Promotion, Prospecting, Return on Investment, Sales process, Sales training, Salesperson, Value added selling, Value proposition, Wang Laboratories, Win-win, Xerox Corporation:

##Solution Selling Critical Criteria:

Unify Solution Selling risks and finalize the present value of growth of Solution Selling.

– How do you determine the key elements that affect Solution Selling workforce satisfaction? how are these elements determined for different workforce groups and segments?

– Do Solution Selling rules make a reasonable demand on a users capabilities?

##Affiliate network Critical Criteria:

Revitalize Affiliate network strategies and define what do we need to start doing with Affiliate network.

– How do mission and objectives affect the Solution Selling processes of our organization?

– Is maximizing Solution Selling protection the same as minimizing Solution Selling loss?

– How to Secure Solution Selling?

##Business model Critical Criteria:

Have a round table over Business model leadership and catalog Business model activities.

– How can we create a secure environment to protect our data, especially when new business models like cloud computing and mobility leave us with little control over it?

– How can we take rapid and informed action given the dramatic changes the IoT will make to our traditional business models?

– What applications will first become mainstream and under which business model will they operate?

– How well does the product fit our current and planned business model(s)?

– What potential megatrends could make our business model obsolete?

– Is Supporting Solution Selling documentation required?

– How is the value delivered by Solution Selling being measured?

– How do we keep improving Solution Selling?

##Buying center Critical Criteria:

Have a session on Buying center results and suggest using storytelling to create more compelling Buying center projects.

– Which individuals, teams or departments will be involved in Solution Selling?

– Does our organization need more Solution Selling education?

– What is Effective Solution Selling?

##Customer requirement Critical Criteria:

Track Customer requirement goals and create a map for yourself.

– What are your current levels and trends in key measures or indicators of Solution Selling product and process performance that are important to and directly serve your customers? how do these results compare with the performance of your competitors and other organizations with similar offerings?

– Think about the kind of project structure that would be appropriate for your Solution Selling project. should it be formal and complex, or can it be less formal and relatively simple?

– Can we add value to the current Solution Selling decision-making process (largely qualitative) by incorporating uncertainty modeling (more quantitative)?

– Will the product of the project fail to satisfy customer requirements if the change request is not executed?

– Will the product of the project fail to satisfy customer requirements if a change request is not executed?

– Does it increase the risk that the organization cannot meet its customer requirements?

##Decision making unit Critical Criteria:

Extrapolate Decision making unit planning and frame using storytelling to create more compelling Decision making unit projects.

– Will Solution Selling deliverables need to be tested and, if so, by whom?

– How do we go about Comparing Solution Selling approaches/solutions?

##Electronics Critical Criteria:

X-ray Electronics failures and probe Electronics strategic alliances.

– How likely is the current Solution Selling plan to come in on schedule or on budget?

– What are the Key enablers to make this Solution Selling move?

##Henning Kagermann Critical Criteria:

Transcribe Henning Kagermann tasks and figure out ways to motivate other Henning Kagermann users.

– What are your most important goals for the strategic Solution Selling objectives?

##Intellectual property Critical Criteria:

Jump start Intellectual property quality and shift your focus.

– What will be the policies for data sharing and public access (including provisions for protection of privacy, confidentiality, security, intellectual property rights and other rights as appropriate)?

– During the last 3 years, have you received a complaint or an injunction arising out of intellectual property infringement, content or advertising?

– What is the total cost related to deploying Solution Selling, including any consulting or professional services?

– Is legal review performed on all intellectual property utilized in the course of your business operations?

– Am I concerned about intellectual property protection and legal issues of my application and data?

– Are there any data with intellectual property (e.g., patent, copyright) concerns with sharing?

– How is transfer pricing regulated for intellectual property in the United States?

– Does Solution Selling analysis isolate the fundamental causes of problems?

– Who will own any copyright or intellectual property rights to the data?

##Promotion Critical Criteria:

Consider Promotion visions and report on the economics of relationships managing Promotion and constraints.

– Its important to reach your customers. Every business, if wise, will have a promotion and advertising plan. You need to consider the image you want to project to your customers about your business. Will your business stand out because you are a proven a leader in the service or product industry by providing innovative services or products, or you provide customer confidence by providing high quality Customer Service?

– Im working in an online services business and I collect the email addresses and IP addresses of my customers. I use these email addresses to send promotional messages. I use a cloud email tool to mass email. Do I need to extend my Terms of Use with an agreement of processing personal data or do I need to take additional steps to protect email addresses?

– Do you have written clearance procedures in place regarding use, licensing, and consent agreements for third party content used by you in your products or services and on your website or in your promotional materials?

– Generating increased purchases or use is also a typical category for consumer promotion objectives in sustaining programs. when do you want to do this?

– How does the integrated marketing communications (imc) plan approach differ from traditional approaches to promotion?

– Are there any promotions being done in your local area by government or others that you can take advantage of?

– Think about the functions involved in your Solution Selling project. what processes flow from these functions?

– In what ways are Solution Selling vendors and us interacting to ensure safe and effective use?

– Is the promotion consistent with the product positioning and other marketing plans?

– Which of the elements of the promotional mix is usually regarded as most credible?

– What sources do you use to gather information for a Solution Selling study?

– Which promotional tools would be most effective in our promotional mix?

– Why is promotion particularly effective in positing a product?

– What are the key promotion and shelf presentation tactics?

– Do we have experlenco with this type of promotion?

– How will the promotion get to the consumer?

– What specifically is the promotion to do?

– Will the promotion be supported by media?

– What is the major role of promotion?

– Sector companies handle promotion?

##Prospecting Critical Criteria:

Interpolate Prospecting planning and create Prospecting explanations for all managers.

– What are the disruptive Solution Selling technologies that enable our organization to radically change our business processes?

– When a Solution Selling manager recognizes a problem, what options are available?

– Why is Solution Selling important for you now?

##Return on Investment Critical Criteria:

Grade Return on Investment risks and proactively manage Return on Investment risks.

– How important are hard measurements that show return on investment compared to soft measurements that demonstrate customer satisfaction and public perception?

– Does the expected return on investment (roi) of this new collection justify putting it in place?

– What is the source of the strategies for Solution Selling strengthening and reform?

– What are the Essentials of Internal Solution Selling Management?

– Is Return on Investment addressed?

##Sales process Critical Criteria:

Add value to Sales process adoptions and look at the big picture.

– What are the top 3 things at the forefront of our Solution Selling agendas for the next 3 years?

– Is Solution Selling dependent on the successful delivery of a current project?

##Sales training Critical Criteria:

Collaborate on Sales training quality and cater for concise Sales training education.

– Who will provide the final approval of Solution Selling deliverables?

– What threat is Solution Selling addressing?

##Salesperson Critical Criteria:

Cut a stake in Salesperson engagements and slay a dragon.

– How can skill-level changes improve Solution Selling?

##Value added selling Critical Criteria:

Bootstrap Value added selling decisions and look at the big picture.

– How will we insure seamless interoperability of Solution Selling moving forward?

– Do we all define Solution Selling in the same way?

##Value proposition Critical Criteria:

Survey Value proposition results and explore and align the progress in Value proposition.

– What is the value proposition for the customer (How well will the product or service solve the problem)?

– What do you really need from your outside partner; what is your value proposition to the client?

– What is the biggest value proposition for new BI or analytics functionality at your company?

– Value proposition – can we create and sustain competitive advantage for this product?

– Quality vs. Quantity: What data are required to satisfy the given value proposition?

– How must our value proposition change to earn greater customer loyalty?

– Quantity: What data are required to satisfy the given value proposition?

– How well is the value proposition of the product defined?

– What Is Your Employee Value Proposition?

– How would one define Solution Selling leadership?

– What is your present value proposition?

– What are our Solution Selling Processes?

– Is Solution Selling Required?

##Wang Laboratories Critical Criteria:

Pay attention to Wang Laboratories management and oversee Wang Laboratories requirements.

– Among the Solution Selling product and service cost to be estimated, which is considered hardest to estimate?

– Have the types of risks that may impact Solution Selling been identified and analyzed?

– What are internal and external Solution Selling relations?

##Win-win Critical Criteria:

Focus on Win-win tasks and maintain Win-win for success.

– What tools do you use once you have decided on a Solution Selling strategy and more importantly how do you choose?

– What knowledge, skills and characteristics mark a good Solution Selling project manager?

##Xerox Corporation Critical Criteria:

Concentrate on Xerox Corporation visions and track iterative Xerox Corporation results.

– How can we improve Solution Selling?

Conclusion:

This quick readiness checklist is a selected resource to help you move forward. Learn more about how to achieve comprehensive insights with the Solution Selling Self Assessment:

store.theartofservice.com/Solution-Selling-Complete-Self-Assessment/

Author: Gerard Blokdijk

CEO at The Art of Service | theartofservice.com

gerard.blokdijk@theartofservice.com

www.linkedin.com/in/gerardblokdijk

Gerard is the CEO at The Art of Service. He has been providing information technology insights, talks, tools and products to organizations in a wide range of industries for over 25 years. Gerard is a widely recognized and respected information expert. Gerard founded The Art of Service consulting business in 2000. Gerard has authored numerous published books to date.

External links:

To address the criteria in this checklist, these selected resources are provided for sources of further research and information:

Solution Selling External links:

Solution Selling is Dead. – CBS News
www.cbsnews.com/news/solution-selling-is-dead

The New Solution Selling: The Revolutionary Sales …
www.goodreads.com/book/show/514594

Login for {0} Solution Selling LearnCenter
solutionselling.learn.com

Affiliate network External links:

Matching Visions – Your trusted affiliate network
matchingvisions.com

PINOX – Mobile Affiliate Network
pinox.com

DOT818.com: Best Affiliate Network for Financial Products
www.dot818.com

Business model External links:

OneTitle | new business model
onetitle.com/tag/new-business-model

As a Service (XaaS) Business Model – Accenture
www.accenture.com/us-en/as-a-service-operations-model

Blazar Capital | Unique business model, combining …
blazarcapital.com

Buying center External links:

SLFCU – Auto Buying Center
www.slfcu.org/AutoBuying

CarMax Car Buying Center – MapQuest
www.mapquest.com/us/florida/carmax-car-buying-center-290880833

Fort Worth Community Credit Union – Auto Buying Center
www.ftwccu.org/home/auto

Customer requirement External links:

Critical Customer Requirement (CCR) – …
surveymethods.com/glossary/critical-customer-requirement

Decision making unit External links:

Decision Making Unit – Marketing Teacher
www.marketingteacher.com/decision-making-unit-2/

[DOC]DECISION MAKING UNIT (DMU) IN PURCHASING …
www.journal.au.edu/ijcim/may00/dmu_2.doc

[PDF]efficient decision making unit in data envelopment …
isiarticles.com/bundles/Article/pre/pdf/25281.pdf

Intellectual property External links:

Bejin Bieneman PLC | Intellectual Property Attorneys
www.b2iplaw.com

Loza & Loza LLP | Intellectual Property Law Firm
www.lozaip.com

ktMINE | Intellectual Property Data & Analytics Platform
www.ktmine.com

Promotion External links:

PROMOTION POINT WORKSHEET
www.hrcapps.army.mil/ppw

Promotion Account System: Home
pas.bostonbeer.com

Massachusetts Health Promotion Clearinghouse
massclearinghouse.ehs.state.ma.us

Prospecting External links:

SellHack: Sales Prospecting & Lead Generation
app.sellhack.com

Gold prospecting | Mining Equipment & Claims for Sale
www.goldproperties4sale.com

Real estate prospecting and farming letters
copybymarte.com/prospecting

Return on Investment External links:

Return On Investment – ROI – Investopedia
www.investopedia.com/terms/r/returnoninvestment.asp

Calculate Return on Investment for an Automated Time …
www.acroprint.com/roi

ROI Institute, Inc. – Return on Investment
roiinstitute.net

Sales process External links:

Sales Process Development — Rose Garden Sales …
rosegardenconsulting.com

TopOPPS: AI for Sales Forecasting & Sales Process …
topopps.com

Sales Process Management | ProspectStream
www.prospectstream.com

Sales training External links:

Grant Cardone Automotive Sales Training
cardoneondemand.com

Certified New Home Specialist New Home Sales Training
sellnewhomes.com

Sales Training for the Life Sciences | CLD
www.cldinc.com

Salesperson External links:

DCP: Real Estate Salesperson – Connecticut
ct.gov/dcp/cwp/view.asp?a=1622&Q=501262&PM=1

Door-to-door Salesperson Search – Delaware
dorweb.revenue.delaware.gov/d2d

Level 6: Salesperson Incentives and Reward Programs
www.level6incentives.com

Value added selling External links:

Value Added Selling – atyour.store
atyour.store/value/added/value_added_selling.pdf

Value Added Selling – aoshuai.store
aoshuai.store/value/added/value_added_selling.pdf

Value added selling techniques (Book, 1987) [WorldCat.org]
www.worldcat.org/title/value-added-selling-techniques/oclc/19100944

Value proposition External links:

How To Create A Useful Value Proposition w/ Examples – CXL
conversionxl.com/blog/value-proposition-examples-how-to-create

[PPT]Value Proposition – Worcester Polytechnic Institute (WPI)
web.wpi.edu/Images/CMS/Graduate/Value_Proposition.pptx

Title Insurance Value Proposition – recsfl.com
www.recsfl.com/consumer-services/title-insurance-value-proposition

Wang Laboratories External links:

Wang Laboratories Alumni Public Group | Facebook
www.facebook.com/groups/111394292229602

Wang Laboratories Employee Reviews – Indeed.com
www.indeed.com/cmp/Wang-Laboratories/reviews

Win-win External links:

Win-Win (2016) – IMDb
www.imdb.com/title/tt6213146

Xerox Corporation External links:

XRX : Summary for Xerox Corporation – Yahoo Finance
finance.yahoo.com/quote/XRX

Xerox Corporation (XRX) After Hours Trading – NASDAQ.com
www.nasdaq.com/symbol/xrx/after-hours

Xerox Corporation (XRX) Pre-Market Trading – NASDAQ.com
www.nasdaq.com/symbol/xrx/premarket

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